Communicating Your Value to Seller Clients

“Every consumer wants value when they pay for services they receive,” says Realtor®, broker and educator Adorna Carroll. “My session focuses on today’s challenges Realtors® face when helping buyers and sellers understand what we do and how we are paid for the services we deliver in a real estate transaction.” 

Carroll has authored numerous advanced residential designation courses for the National Association of Realtors® and the Real Estate Business Institute, and she serves as president and CEO of Dynamic Directions, Inc., a real estate education company. She will teach a course at this year’s Triple Play Realtor® Convention and Trade Expo titled “Communicating Your Value to Seller Clients.” 

The course will help real estate professionals articulate their value and demonstrate the skills they have that will help guide the seller through the selling process.  

“There are 179 things we do in real estate transactions to help sellers and over 105 things we do to help buyers,” Carroll says. “When we apply our hourly rate and calculate the amount of time it takes to do those activities, it becomes so much easier to negotiate a fee to provide those services.” 

“Add to that, the investment a Realtor® makes in their professional and career development to secure credentials that demonstrate our ability to deliver those services to a high degree, and it is very easy to separate ourselves from others in the industry who may not possess the advanced skills to deliver superlative service to buyers and sellers.”  

“Articulating in detail the services we provide and how/why we are paid will go a long way to help buyers and sellers understand the value we offer for the fees we charge,” she concludes, encouraging Realtors® to attend her session and learn more about how to articulate their value.  

“Communicating Your Value to Seller Clients” will be held at Triple Play on Tuesday, Dec. 10, from 9 a.m. to noon, and from 2 to 5 p.m. This course has been approved for three Pennsylvania continuing education credits. “Communicating Your Value to Buyer Clients,” also taught by Carroll, will be held on Tuesday, Dec. 10, from 9 a.m. to noon.